A technique modeled directly on the customer interview: before presenting a plan or roadmap, let the stakeholder go first. Ask about their job, how they define success and failure in it, how their boss measures them, and what's keeping them up at night. The goal is to find the genuine overlap between their goals and yours before trying to persuade them of anything.
Opening from a position of vulnerability — "I don't know, you tell me" — rather than performing expertise builds more credibility than false confidence, and turns the conversation into an informal version of this same interview even outside a scheduled session.
Apply: before presenting a plan or roadmap, interview the stakeholder ("tell me about your job," "what challenges are keeping you up at night") to find common ground; be willing to say "I don't know, you tell me" rather than bluffing expertise.
A concrete operationalization of Applying Jobs/Pains/Gains Thinking to Stakeholders, Not Just Customers, and often the first step before attempting Saying No Together on a specific request.
Из тем: Stakeholder Power and Trust